The Presentation delivered at MBA Institutes deals with
1. Basis of Sales Territories Allocation
2. Basis of Sales Quota/ Target Allocation
Rich insights with interesting presentation made so that no participant can sleep
The document outlines the sales organization structure for a tire company covering all of India. It includes details on the different roles in the sales hierarchy from national sales manager down to sales executives. It also describes job responsibilities and qualifications for each role. Finally, it discusses assigning territories for sales coverage in the state of Maharashtra by dividing it into six divisions.
The document discusses time and territory management for salespeople. It covers four categories of time management: planning, travel, face-to-face selling, and non-selling activities. Companies develop sales territories to obtain market coverage, establish responsibilities, evaluate performance, improve customer relations, reduce expenses, and match salespeople to customers. Account analysis informs time management planning by analyzing accounts, knowing objectives, and scheduling in advance. Salespeople must allocate time between territories, accounts, objectives, and customer planning. Tips include routing calls to reduce travel time, preparing for meetings, following up immediately, and tracking activities.
The document discusses research that identified five common sales profiles (The Challenger, The Lone Wolf, The Hard Worker, The Relationship Builder, The Problem Solver), and found that the top sales performers were most likely to have a "Challenger" profile. It describes the Challenger profile as assertive, offering customers insights to think outside their norms and highlight problems. The document provides three techniques to help reps adopt more of a Challenger approach: teaching for differentiation, tailoring the message, and controlling the conversation. It suggests using social media and collaboration to implement these techniques.
Territory management involves defining sales territories based on geography, industry, products or named accounts. High performing sales teams manage their territories like businesses by building sales pipelines, advancing opportunities, and growing account relationships. An effective territory business plan defines the territory, assesses performance, analyzes the landscape of customers, opportunities, partners and competitors, and outlines growth and action strategies. Good territory management typically results in a target-rich environment where the manager is selecting, growing and winning customers and opportunities.
The document discusses managing a sales force and outlines key tasks:
1. Designing sales force strategy including structure, size, territories, and products.
2. Recruiting and selecting salespeople through various procedures and evaluating their aptitude, skills, and traits.
3. Training salespeople on products, competitors, customers, presentations, and responsibilities.
4. Compensating salespeople through salary, benefits, bonuses, and commissions.
5. Supervising and motivating salespeople through goals, incentives, and organizational climate.
Motivation and Compensation of Sales PeopleKaushik Maitra
The document discusses different types of compensation plans for motivating salespeople, including straight salary plans, straight commission plans, and combination plans. Straight salary plans provide secure income but lack financial incentives for performance. Straight commission plans strongly incentivize performance but may lack focus on customer relationships. Combination plans combine elements to reward performance while providing some security. The optimal plan depends on the sales role and company's objectives.
The document outlines expectations for a sales force, including goals, roles, and timeline. It discusses integrating learning and feedback into a supportive and professional culture. Members are expected to work as a team toward group goals and individual goals. Roles include managing various partners or events like career days. The sales process involves calling, networking, meetings, follow up, and closing deals. An education cycle and sales timeline are provided for April through June with activities like sales days, training events, and individual coaching.
The presentation touched upon the various personalities, knowledge and motivations that are critical for a sales professional and the need to assess these attributes while hiring.
The document outlines the sales organization structure for a tire company covering all of India. It includes details on the different roles in the sales hierarchy from national sales manager down to sales executives. It also describes job responsibilities and qualifications for each role. Finally, it discusses assigning territories for sales coverage in the state of Maharashtra by dividing it into six divisions.
The document discusses time and territory management for salespeople. It covers four categories of time management: planning, travel, face-to-face selling, and non-selling activities. Companies develop sales territories to obtain market coverage, establish responsibilities, evaluate performance, improve customer relations, reduce expenses, and match salespeople to customers. Account analysis informs time management planning by analyzing accounts, knowing objectives, and scheduling in advance. Salespeople must allocate time between territories, accounts, objectives, and customer planning. Tips include routing calls to reduce travel time, preparing for meetings, following up immediately, and tracking activities.
The document discusses research that identified five common sales profiles (The Challenger, The Lone Wolf, The Hard Worker, The Relationship Builder, The Problem Solver), and found that the top sales performers were most likely to have a "Challenger" profile. It describes the Challenger profile as assertive, offering customers insights to think outside their norms and highlight problems. The document provides three techniques to help reps adopt more of a Challenger approach: teaching for differentiation, tailoring the message, and controlling the conversation. It suggests using social media and collaboration to implement these techniques.
Territory management involves defining sales territories based on geography, industry, products or named accounts. High performing sales teams manage their territories like businesses by building sales pipelines, advancing opportunities, and growing account relationships. An effective territory business plan defines the territory, assesses performance, analyzes the landscape of customers, opportunities, partners and competitors, and outlines growth and action strategies. Good territory management typically results in a target-rich environment where the manager is selecting, growing and winning customers and opportunities.
The document discusses managing a sales force and outlines key tasks:
1. Designing sales force strategy including structure, size, territories, and products.
2. Recruiting and selecting salespeople through various procedures and evaluating their aptitude, skills, and traits.
3. Training salespeople on products, competitors, customers, presentations, and responsibilities.
4. Compensating salespeople through salary, benefits, bonuses, and commissions.
5. Supervising and motivating salespeople through goals, incentives, and organizational climate.
Motivation and Compensation of Sales PeopleKaushik Maitra
The document discusses different types of compensation plans for motivating salespeople, including straight salary plans, straight commission plans, and combination plans. Straight salary plans provide secure income but lack financial incentives for performance. Straight commission plans strongly incentivize performance but may lack focus on customer relationships. Combination plans combine elements to reward performance while providing some security. The optimal plan depends on the sales role and company's objectives.
The document outlines expectations for a sales force, including goals, roles, and timeline. It discusses integrating learning and feedback into a supportive and professional culture. Members are expected to work as a team toward group goals and individual goals. Roles include managing various partners or events like career days. The sales process involves calling, networking, meetings, follow up, and closing deals. An education cycle and sales timeline are provided for April through June with activities like sales days, training events, and individual coaching.
The presentation touched upon the various personalities, knowledge and motivations that are critical for a sales professional and the need to assess these attributes while hiring.
This document provides information on supervising, managing, and leading salespeople. It discusses the differences between supervision, management, and leadership. Supervision involves observing employees, providing feedback, and ensuring they understand their responsibilities. Management requires setting objectives, organizing tasks, motivating employees, and measuring performance. Leadership competencies for sales managers include coaching, mentoring, organizing teams, and driving growth. Effective sales managers derive power from expertise and relationships, not just their formal position. They communicate frequently with virtual teams and develop employees into leaders.
This document discusses best practices for sales force management. It provides tips for motivating salespeople through both financial and non-financial means. It also outlines important factors for creating an effective sales force such as hiring the right people, providing proper training, setting clear expectations, and implementing performance-based compensation plans. Decision making units and processes are examined, and common sales misconceptions are debunked. Overall, the document offers guidance on analyzing a sales organization and implementing strategies to improve competitiveness.
Performance pay - compensation management - Manu Melwin Joymanumelwin
This document discusses performance pay in 3 paragraphs:
1) Performance pay is used to attract highly productive workers and motivate workers by tying pay to performance rather than a flat wage. This aligns worker and company interests.
2) There are various types of performance pay like piece rates, commissions, royalties, bonuses, stock options, and profit sharing that pay workers based on amount of work, sales, creative output, company performance, and profits.
3) Efficiency wages that are higher than market wages can attract more productive workers and lower costs through less turnover and training needs as well as less need for supervision.
This document describes a case study of implementing a capacity model at a 55-seat call center that handles 750,000 calls per year. The call center was performing well but the VP felt they could be more productive. A capacity model was created that set goals and projections for agents based on call volume, sales, revenue, talk time, and other key performance indicators. The model took agent tenure into account to set appropriate goals. After implementing the capacity model and publicizing daily performance against the goals, the call center saw improvements including a 19.6% increase in revenue per call, 12.4% increase in annual revenue, and 11.3% decrease in headcount expenses while improving productivity.
The document discusses a 2-day refresher training program conducted by CG Ltd for branch managers, marketing executives, and senior sales engineers. It analyzes whether the company followed proper processes for the training program. The training focused on sales forecasting but could have been improved by more clearly defining its aim, tailoring the content specifically to sales forecasting, and evaluating the effectiveness of the training. Suggestions are provided to make future training programs more focused and interactive.
Pricing should be a critical issue for the CEO as it is one of the most powerful levers in the business. Successful pricing also depends on clear goal and strategy alignment, which is the role of the CEO. This presentation was made in Seattle to a group of business leaders interested in improving pricing leadership.
This document discusses sales training processes and methods. It outlines the three phases of managing sales training: assessing training needs, designing and executing training programs, and evaluating and reinforcing training. Various training needs, content areas, methods, and evaluation frameworks are described. Popular training needs include product, customer, competitor and sales technique knowledge. Common training methods involve classroom, simulations, online learning, self-study, and on-the-job training. The goal of evaluation is to improve training and determine if the program was cost effective.
This document outlines a plan to improve underperforming T.J. Maxx stores. It identifies issues such as lack of associate motivation and unreliable staff. The plan recommends increasing payroll to allow for better staffing levels, keeping stores cleaner. It also suggests improving communication with associates to increase morale and reduce turnover. The overall goal is to boost sales and profits by creating a stronger workforce and better work environment at struggling T.J. Maxx locations.
Sales training 3 understanding the competition and valueGreg Nutkins
This document discusses strategic value selling and understanding competition. It provides guidance on examining prospects, analyzing the competition's likely strategies, and developing an opportunity analysis. It emphasizes understanding the competition and differentiating based on value rather than price. The document provides a template for crafting a value proposition statement and discusses ensuring one's value proposition is differentiated and impacts customer productivity and profitability.
Mba ii unit 2 business vocabulary for marketing presentationsRai University
The document provides information on business vocabulary and terminology used for marketing presentations. It defines key terms related to marketing like marketing mix, target market, prospect, offering, and bottom line. It also explains common business idioms and their meanings that may be used during presentations, such as "at stake", "pink slip", "back of the envelope calculations", and "salt of the earth". Finally, it discusses the need to understand this business terminology in order to effectively communicate ideas and understand customer cues and responses during presentations.
This document discusses motivation and reward systems for salespeople. It covers the components of motivation, including intensity, direction and persistence. Intrinsic and extrinsic motivators are described. Various types of financial compensation plans like straight salary, straight commission, bonuses and combination plans are outlined. Non-financial rewards like promotion opportunities, recognition and job security are also discussed. Guidelines for effective sales contests, global compensation plans and motivating salespeople in general are provided.
This document summarizes a sales management learning and development program. It begins by outlining the objectives and content to be covered, which includes defining the sales management process, listing the sales management checklist, and recognizing the top 10 mistakes of sales managers. It then details each step of the sales management process - planning, staffing, training, leading, and controlling. Next, it provides the sales management checklist and describes the tasks involved in managing people, operations, self-development, and external relationships. Finally, it lists and explains the 10 most common mistakes made by sales managers.
Making the decision to leave your corporate career to start your own business can bring many emotions ranging from anxiety to excitement. Having the right plan and the drive to move forward is key to this successful transition.
This document discusses compensation plans for sales forces. It outlines objectives of effective compensation plans such as attracting and retaining quality salespeople. Key types of compensation discussed are financial plans like straight salary, commission, and bonus plans as well as non-financial incentives. The document also examines factors that influence compensation plan selection and the process for designing a plan that balances both short and long-term sales force and company objectives.
The document discusses the importance of creating a business plan and provides guidance on the key elements to include. It recommends that a business plan contain at least four elements: missions and objectives, a Gantt chart, sales plan, and cash profit and loss statement. It then outlines a more comprehensive typical business plan format and provides brief descriptions of what should be included in each section, such as company ownership, market analysis, strategy and implementation, financial plans, and more. Common mistakes to avoid when writing a business plan are also highlighted.
Erickson School Presentation Recrutiment 09 07tgord2000
The document outlines a 6 step process for sourcing, hiring, and retaining sales talent:
1) Create a database to track leads and sales talent.
2) Source leads through referrals, advertising, and other methods.
3) Qualify leads by assessing skills, experience, salary needs, and using tools like interviews and tests.
4) Interview qualified leads using a three-tier process to thoroughly evaluate fit.
5) Make hiring decisions and onboard new talent or provide feedback to rejected candidates.
6) Retain top performers by setting expectations, providing feedback, and holding sales professionals accountable.
1) Setting up sales territories and time management helps salespeople work more efficiently and effectively. It allows for better market coverage, reduced costs, and improved customer service.
2) When salespeople are responsible for specific territories, it increases accountability. Properly sized territories allow for adequate coverage while minimizing transportation and other costs.
3) Companies must carefully determine territory boundaries and assign the right salespeople based on their skills, experience, and other qualities to maximize performance. Minimizing changes over time helps maintain strong customer relationships and salesforce morale.
Territory management planning with sales basicsFurqan Ahmad
This document discusses territory management and sales planning. It defines territory management as planning, implementing, and controlling salespeople's activities within assigned territories to maximize sales and profits. The document outlines objectives of understanding territory management and identifying gaps. It then discusses components of territory management planning, including designing customer-based sales territories, distributor stock management, daily sales reporting agreements, and analyzing meeting reports to fill information gaps. Steps in journey planning like mapping accounts and balancing workloads are also summarized.
This document provides information on supervising, managing, and leading salespeople. It discusses the differences between supervision, management, and leadership. Supervision involves observing employees, providing feedback, and ensuring they understand their responsibilities. Management requires setting objectives, organizing tasks, motivating employees, and measuring performance. Leadership competencies for sales managers include coaching, mentoring, organizing teams, and driving growth. Effective sales managers derive power from expertise and relationships, not just their formal position. They communicate frequently with virtual teams and develop employees into leaders.
This document discusses best practices for sales force management. It provides tips for motivating salespeople through both financial and non-financial means. It also outlines important factors for creating an effective sales force such as hiring the right people, providing proper training, setting clear expectations, and implementing performance-based compensation plans. Decision making units and processes are examined, and common sales misconceptions are debunked. Overall, the document offers guidance on analyzing a sales organization and implementing strategies to improve competitiveness.
Performance pay - compensation management - Manu Melwin Joymanumelwin
This document discusses performance pay in 3 paragraphs:
1) Performance pay is used to attract highly productive workers and motivate workers by tying pay to performance rather than a flat wage. This aligns worker and company interests.
2) There are various types of performance pay like piece rates, commissions, royalties, bonuses, stock options, and profit sharing that pay workers based on amount of work, sales, creative output, company performance, and profits.
3) Efficiency wages that are higher than market wages can attract more productive workers and lower costs through less turnover and training needs as well as less need for supervision.
This document describes a case study of implementing a capacity model at a 55-seat call center that handles 750,000 calls per year. The call center was performing well but the VP felt they could be more productive. A capacity model was created that set goals and projections for agents based on call volume, sales, revenue, talk time, and other key performance indicators. The model took agent tenure into account to set appropriate goals. After implementing the capacity model and publicizing daily performance against the goals, the call center saw improvements including a 19.6% increase in revenue per call, 12.4% increase in annual revenue, and 11.3% decrease in headcount expenses while improving productivity.
The document discusses a 2-day refresher training program conducted by CG Ltd for branch managers, marketing executives, and senior sales engineers. It analyzes whether the company followed proper processes for the training program. The training focused on sales forecasting but could have been improved by more clearly defining its aim, tailoring the content specifically to sales forecasting, and evaluating the effectiveness of the training. Suggestions are provided to make future training programs more focused and interactive.
Pricing should be a critical issue for the CEO as it is one of the most powerful levers in the business. Successful pricing also depends on clear goal and strategy alignment, which is the role of the CEO. This presentation was made in Seattle to a group of business leaders interested in improving pricing leadership.
This document discusses sales training processes and methods. It outlines the three phases of managing sales training: assessing training needs, designing and executing training programs, and evaluating and reinforcing training. Various training needs, content areas, methods, and evaluation frameworks are described. Popular training needs include product, customer, competitor and sales technique knowledge. Common training methods involve classroom, simulations, online learning, self-study, and on-the-job training. The goal of evaluation is to improve training and determine if the program was cost effective.
This document outlines a plan to improve underperforming T.J. Maxx stores. It identifies issues such as lack of associate motivation and unreliable staff. The plan recommends increasing payroll to allow for better staffing levels, keeping stores cleaner. It also suggests improving communication with associates to increase morale and reduce turnover. The overall goal is to boost sales and profits by creating a stronger workforce and better work environment at struggling T.J. Maxx locations.
Sales training 3 understanding the competition and valueGreg Nutkins
This document discusses strategic value selling and understanding competition. It provides guidance on examining prospects, analyzing the competition's likely strategies, and developing an opportunity analysis. It emphasizes understanding the competition and differentiating based on value rather than price. The document provides a template for crafting a value proposition statement and discusses ensuring one's value proposition is differentiated and impacts customer productivity and profitability.
Mba ii unit 2 business vocabulary for marketing presentationsRai University
The document provides information on business vocabulary and terminology used for marketing presentations. It defines key terms related to marketing like marketing mix, target market, prospect, offering, and bottom line. It also explains common business idioms and their meanings that may be used during presentations, such as "at stake", "pink slip", "back of the envelope calculations", and "salt of the earth". Finally, it discusses the need to understand this business terminology in order to effectively communicate ideas and understand customer cues and responses during presentations.
This document discusses motivation and reward systems for salespeople. It covers the components of motivation, including intensity, direction and persistence. Intrinsic and extrinsic motivators are described. Various types of financial compensation plans like straight salary, straight commission, bonuses and combination plans are outlined. Non-financial rewards like promotion opportunities, recognition and job security are also discussed. Guidelines for effective sales contests, global compensation plans and motivating salespeople in general are provided.
This document summarizes a sales management learning and development program. It begins by outlining the objectives and content to be covered, which includes defining the sales management process, listing the sales management checklist, and recognizing the top 10 mistakes of sales managers. It then details each step of the sales management process - planning, staffing, training, leading, and controlling. Next, it provides the sales management checklist and describes the tasks involved in managing people, operations, self-development, and external relationships. Finally, it lists and explains the 10 most common mistakes made by sales managers.
Making the decision to leave your corporate career to start your own business can bring many emotions ranging from anxiety to excitement. Having the right plan and the drive to move forward is key to this successful transition.
This document discusses compensation plans for sales forces. It outlines objectives of effective compensation plans such as attracting and retaining quality salespeople. Key types of compensation discussed are financial plans like straight salary, commission, and bonus plans as well as non-financial incentives. The document also examines factors that influence compensation plan selection and the process for designing a plan that balances both short and long-term sales force and company objectives.
The document discusses the importance of creating a business plan and provides guidance on the key elements to include. It recommends that a business plan contain at least four elements: missions and objectives, a Gantt chart, sales plan, and cash profit and loss statement. It then outlines a more comprehensive typical business plan format and provides brief descriptions of what should be included in each section, such as company ownership, market analysis, strategy and implementation, financial plans, and more. Common mistakes to avoid when writing a business plan are also highlighted.
Erickson School Presentation Recrutiment 09 07tgord2000
The document outlines a 6 step process for sourcing, hiring, and retaining sales talent:
1) Create a database to track leads and sales talent.
2) Source leads through referrals, advertising, and other methods.
3) Qualify leads by assessing skills, experience, salary needs, and using tools like interviews and tests.
4) Interview qualified leads using a three-tier process to thoroughly evaluate fit.
5) Make hiring decisions and onboard new talent or provide feedback to rejected candidates.
6) Retain top performers by setting expectations, providing feedback, and holding sales professionals accountable.
1) Setting up sales territories and time management helps salespeople work more efficiently and effectively. It allows for better market coverage, reduced costs, and improved customer service.
2) When salespeople are responsible for specific territories, it increases accountability. Properly sized territories allow for adequate coverage while minimizing transportation and other costs.
3) Companies must carefully determine territory boundaries and assign the right salespeople based on their skills, experience, and other qualities to maximize performance. Minimizing changes over time helps maintain strong customer relationships and salesforce morale.
Territory management planning with sales basicsFurqan Ahmad
This document discusses territory management and sales planning. It defines territory management as planning, implementing, and controlling salespeople's activities within assigned territories to maximize sales and profits. The document outlines objectives of understanding territory management and identifying gaps. It then discusses components of territory management planning, including designing customer-based sales territories, distributor stock management, daily sales reporting agreements, and analyzing meeting reports to fill information gaps. Steps in journey planning like mapping accounts and balancing workloads are also summarized.
This presentation outlines the Sales Territory Planning process I have developed and refined over 20 years of Enterprise Sales experience across Asia Pacific.
10. sales training territory managementEarl Stevens
The document discusses territory management and sales territories. It provides information on:
- The nature of territory management and defining sales territories based on customer grouping rather than geography.
- Types of accounts like major accounts and direct accounts that require special attention.
- Activities involved in territory management like planning, implementation, and control.
- Factors to consider when designing sales territories like workload, products, competition, and sales potential.
- Reasons for establishing and revising sales territories related to customers, salespeople, and management.
The document outlines a 7-step process for sales planning: 1) Define a promotional calendar, 2) Analyze past sales records, 3) Project initial sales, 4) Project revenues and expenses to determine results, 5) Adjust projections to achieve desired results, 6) Detail the plan by section, store, day based on history and campaigns, 7) Continuously monitor and adjust the plan based on sales. The process aims to align campaigns with company strategy and forecast sales and expenses to ensure planned results are achieved.
This document contains a strategic marketing and sales plan for an organization from [Current Year] to [Target Year]. It includes an introduction, environmental scan, vision, mission, values, key success measures, current state assessment, strategies, and implementation plan. The core strategies identified are to [1-2 bullet points of core strategies]. The plan aims to move the marketing and sales department from its current state to its envisioned future state over the period outlined.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
The document provides guidance on how to successfully plan sales territories for new sellers. It outlines a high-level process including preparing by understanding customers, plays, routes and competitors; establishing targets and pipeline targets; assessing the current pipeline and identifying gaps; establishing territory plans to address gaps; and consolidating the plan into an execution plan with assigned responsibilities and dates. The goal is to prepare, build a targeted plan to address pipeline gaps, and execute the plan to meet sales objectives.
This document outlines Nat Evans' 30-60-90 day plan as a new sales consultant. It includes an overview of Nat's professional experience in IT sales and the military. The plan details activities for the first 30 days such as learning company offerings and developing sales goals. Activities for days 30-60 include managing past performance and prospecting new opportunities. Activities for days 60-90 focus on monitoring results, closing opportunities, and exceeding sales quotas to prove impact within 90 days.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
Sales Force Structure at Hindusthan Coca Cola Pvt LtdSayan Chakraborty
The document describes the organizational structure and sales roles at Hindusthan Coca Cola Pvt Ltd. It outlines the different roles like regional sales manager, area sales manager, sales executives, and presellers. It also discusses objectives, strategies, programs like RED, recruitment and training processes, performance management, and recommendations to improve coverage and address issues.
When You Suddenly Realize The Sales Process Is BrokenTenbound
The sales process at VanillaSoft was broken, with missed targets, poor conversion rates, and difficulty hiring quality salespeople. An audit found issues with lead quality from marketing, sales staffing and training, and lack of a clearly defined sales process. Consultants were hired to audit the sales structure and performance, and make recommendations. Key changes included focusing on the ideal customer profile, revising sales roles and compensation, improving hiring and training, implementing a best-in-class sales methodology with clear stages and activity tracking, and providing sales reps the right technology stack. The recommendations aimed to get the sales process back on track and scaling properly.
The document summarizes the sales organization and distribution process of ITC Limited, an Indian conglomerate company. It outlines ITC's product lines and some of its premier brands. It then describes the sales organization structure, distribution channels, territory alignment, roles and responsibilities of salespeople, and the sales process. It also discusses sales force training and development programs as well as performance management and challenges faced.
This document discusses the roles and responsibilities of effective sales executives. It outlines that sales executives must analyze information, apply judgment to find solutions, and predict outcomes to choose the best alternative. It also describes the positions of sales manager and district sales manager, including their objectives, duties, and performance criteria. The document emphasizes that sales executives must define their roles, select and train subordinates, utilize time efficiently, and maintain good relations with top management.
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...ISBR Business School
Managing the sales force -
>Effective Recruiting
>Selecting and training the sales force
>Time and territory Management
>Sales territories and sales quotas
>Compensating sales force
>Motivating the sales force
>Controlling the sales force
>Evaluating the sales force
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]getadministrate
This document provides considerations for managing a sales operation. It discusses that sales culture, people, and structure are key. For culture, defining values that drive the sales operation is important. For people, the focus should be hiring and keeping culturally fit salespeople. For structure, the right approach depends on whether products are public or private, but metrics and roles can provide structure. Overall, running sales like an operation with a focus on culture can help with sustainability and growth.
Motivation, Compensation, Leadership, and Evaluation of Salespeople - Chapter 17 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Project of selling and sales management of MagazineDurgadatta Dash
Includes all the phases of sales along with sales pitch, sales force evaluation, sales forecasting, sales quota and budgeting and territory design along with the organizational structure.
Natisha Miller-Kling is presenting her 60-day plan to become the next sales inbound manager. Her plan focuses on learning about the company's products, agents, and strategic goals in the first 30 days. In the second 30 days, she will implement metrics like sales, cancellations, and NPS to track performance and provide agents with training. Her goals for 2014 include increasing ARPU, revenue, NPS, and units sold while lowering cancellations. She believes focusing on these metrics as both an agent-facing and management-facing manager will help drive the business forward.
The document discusses sales territories and sales quotas. It defines a sales territory as a geographical area assigned to a salesperson or team to target customers. Sales quotas set targets for salespeople to achieve within a given period. There are different methods for setting quotas based on factors like sales forecasts, sales potential, and salesperson input. Setting achievable but challenging quotas can motivate salespeople to help meet company sales goals.
The document discusses sales organization and functions. It defines sales organization as a structure specifying formal authority and responsibilities between individuals working to achieve sales objectives. There are different types of sales organizations like line, line and staff, functional, and committee structures. Sales organizations can be structured geographically, by product, industry, or account size. The roles and responsibilities of salespeople include selling, guiding customers, addressing complaints, reporting, and coordinating. The recruitment and selection process for salespeople involves employment planning, sources of recruitment, and evaluating applicants. Training and developing salespeople is also discussed.
This presentation will help you understand how to:
Develop short- mid- and long-term business, sales and marketing goals and related objectives
Prepare your corporate Mission and Vision statement
Understand brand positioning and its importance
Recognize ideal target clients
Determine competitive factors that affect your market position
Define the elements that will shape your marketing budget
Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
Management.
This document discusses sales force management and organization. It covers several topics:
1. It describes different sales organization structures including functions like planning, administration, and execution. It also discusses factors to consider when developing a sales organization like whether it should be formal/informal, centralized/decentralized, and the size of the company.
2. Types of sales organizations are outlined based on geography, products, customers, and activities.
3. Determining optimal sales force size is discussed including methods like breakdown, workload, and incremental.
4. The importance of sales force training is explained in developing programs, identifying needs, and selecting methods like lectures and role playing.
5. Motivating and
5.4 sales force structure and compensation.pptxRick Rasmussen
This presentation discusses strategies for building an effective sales force and compensation structure. It recommends that the CEO be the first salesperson and provide leadership by example. Different types of salespeople are needed at different stages of a company. Sales forces can be direct, indirect, or use multiple channels. Compensation plans should be designed to motivate desired outcomes like revenue, margins, and quotas. Common metrics include bookings, billings, and collections. The goals are to attract and retain top performers while incentivizing the business objectives.
This document discusses motivating sales forces at different career stages. It covers motivational theories like Maslow's hierarchy of needs and Herzberg's two-factor theory. The document also discusses how motivation impacts sales force productivity and the different factors that influence it. It analyzes motivating different personality types within the sales force. Finally, it examines motivating salespeople at different career stages from exploration to disengagement and the challenges associated with each stage.
Personal selling- Meaning, definition,objectives of training programs and cla...AnjanaS27
This document discusses personal selling. It defines personal selling as a two-way communication process between a buyer and seller to influence a purchase decision. It outlines McMurry's classifications of sales positions and steps in sales force design, including objectives, strategy, structure, size, and compensation. Key aspects of personal selling covered include prospecting, communicating, selling, servicing, information gathering, allocating, recruiting, training, directing, motivating, and evaluating the sales force. The stages of personal selling are also defined.
Sales is the completion of a commercial activity where products or services are sold in exchange for money or compensation. Marketing improves the selling environment and plays an important role in sales by promoting interactions between potential customers and companies. Sales management involves planning, staffing, training, leading, and controlling resources to effectively achieve organizational sales goals. Personal selling involves developing long-term client relationships through negotiating product benefits that meet specific client needs using fewer resources than other marketing tools. Effective sales processes include prospecting, preparation, initial contacts, presentations, objection handling, negotiation, closure, and follow-up.
This document discusses various techniques for motivating salespeople. It covers:
1) Motivation is influenced by sales managers but is ultimately internal to the individual. Managers can increase chances of motivation but also risk destroying it.
2) Herzberg's theory suggests that dissatisfaction like inequitable pay or policies must be removed before motivation can occur. Motivation factors include achievement, recognition, and challenging work.
3) Goal theory proposes that difficult and specific goals that salespeople believe are attainable will lead to the best performance, especially with regular feedback.
4) Different motivators are effective depending on a salesperson's career stage from exploration to disengagement. Recognition, incentives,
The document discusses strategies for managing a sales team with a mixed portfolio of both large accounts and small-to-medium sized businesses. It recommends three key steps: 1) understanding the customer perspective by defining account funnels and key decision makers, 2) defining sales roles based on success factors and ensuring the right people are in the right roles, and 3) managing to the sales strategy using tools like target account lists, performance scorecards, and activity tracking. The document provides an overview of various management tools and stresses the importance of customizing the management approach for a mixed portfolio to address the different challenges it presents.
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3. Disclaimer
• I am not teaching you any rules or laws. So stay relax.
• If you don’t speak, I don’t speak…..Interactivity is important .
• Information shared here needs to be used as per Managerial
Judgments.
• We are not making fun of any one …….will give respect to each
individual and its roll.
• Questions are welcome at any stage.
4. BIG BOSS
JUNIOR BOSS
JUNIOR BOSS
SALES MANAGERS
Contact with Territory
Different Designations
Senior Management
Usually reporting to Top Management.
Designations : VP and Above
Reporting to Senior Management
Designated : AVP etc
6. View Point of the Boss…..
• I cant do it all alone .
• Target needs to get achieved with the help of team
• Usually he is a General Manager.
• Division of Territories
• Budgets
• Compensation of Sales Forces
• Incentive Schemes – Launching
• Reviews of Middle Managers
• Motivation – Positive & Negative .
8. What is a Sales Territory
• A sales territory is the customer group or geographical area
• for which an individual salesperson or a sales team holds
responsibility.
• Territories can be defined on the basis of geography, sales potential,
history, or a combination of factors.
10. Criteria for Dividing Sales Territories
• Sales potential (Rs) = Number of possible accounts x Buying power
(Rs)
• Workload (#) = [Current accounts (#) * Average time to service an
active account (#)] + [Prospects (#) * Time spent trying to convert a
prospect into an active account (#)]
• Coverage :This is size or travel time. The amount of time needed to
reach customers and potential customers."
11. BIG BOSS –
•India
JUNIOR BOSS
JUNIOR BOSS
North West East South
GEOGRAPHICAL
Delhi
Punjab
Haryana
HP
UP
Maharastra
Goa
MP
Rajisthan
Bengal
Bihar
Chattisgarh
Calcutta
Kerela
Tamil Naidu
Karntaka
12. Coverage
• Territory may be small so easy to cover.
• When Territories are large : Complications increase
• Uncertainty of travel
• Cost of Travel : Train Vs Air Tickets , Hotel Categories.
• Solution : Advance Planning , Rotating 45 day plans : Beat Plan
• Imbalances : Sales force want to travel to easy places. They over look
the potential customers.
• Some Territories are difficult to travel : Travelling within Delhi &
Travelling in Say Mountains : HP.
13. Who are the customers: Sales Models
• Direct Sales
• Individuals : You can sell to any one. Geography doesn’t matter.
• Corporate/ Industry Verticals
14. JUNIOR BOSS
JUNIOR BOSS
North West East
South
Corporate / Verticals
Agriculture – North Automobiles – NorthBPO – North Consumer Durables
– North
SALES TERRITORIES WILL BE VERY DIFFERENT
15. • In-Direct Sales
• Representative from the Company to chase sales from
• Distributors / Dealers / Retailers
16. Advantages : Sales Territory
• Improves market coverage
• Effective utilization of sales force
• Efficient allocation of work
• Accountability & Evaluate the performance
• Control over direct & indirect costs
• Optimum utilization of sales time
17. Conflicts
• Its my property now: I have developed the territory so its my property
now.
• Division or Re-allocation of the territory.
• More difficult if linked to compensation or incentives.
20. What is Sales Target or Sales Quota
• A sales quota is the sales goal set for
• a product line
• company division
• sales representative.
• It is primarily a managerial device for defining and stimulating the
sales effort.”. … (By Kotler)
21. BIG BOSS –
•Rs.100 Crores
•India
JUNIOR BOSS
JUNIOR BOSS
SALES MANAGERS
- Rs.50 lacs each
Rs.25 Crores : North Rs.25 Crores : West Rs.25 Crores : East Rs.25 Crores : South
Simplest form
of
Quota Allocation
22. Problems in setting sales quota
• Individual difference in every organization
• Perfect quota is a combination of selling and non- selling activities
• Improper attention to the non-selling activities (e.g. searching for prospects,
handling customer objections, and creating market for probable entry of new
products)
23. Setting Quota for Sales Team
1. Establishing Parameters for developing Sales Quota
• Territory Potential
• Past Sales Experience
• Total Market Estimate
• Executive Judgment
• Compensations Plan
2. Add to this Growth Expectation and Predict Sales
• Expectation should be realistic & challening .
24. Factors to Consider for Quota for Sales Reps
• Consider his TENURE in the organisation
• Assigned Job
• His Sales Skill & Compensation
• Market Potential
• Competition
25. Get a Buy-in from the Sales Team
Discuss the process used to Set the Quota
Jointly Decide on the Quota.
26. To Motivate Desired Performance
• Incentives – Cash & Kind – Gifts , Foreign Trips etc
• Opportunity to Grow
• Increase in Compensation
27. How to monitor Continuous Performance
• Quota provides an opportunity to DIRECT & CONTROL sales activity
of the Rep.
• Communicate Quota formally . Make sure its well understood by the
Rep.
• Regular updates on Quota in One to One meeting – PRP . Helps on
analysis strengths and weakness. And Course correction at regular
intervals
• Regular Appraisals
• Sales person needs regular encouragement , Advise and occasional
warning
28. CGPA – CUMULATIVE GREAT POINT AVERAGE
• Companies are not focusing on ONE THING – example Sales
• Organisation always issue – Key Result Area.
• Weights are attached to KEY RESULT AREA on the relative importance
of KRA.
• All of them are accumulated to give CGPA.
• Appraisals are done on that basis.
29. Conclusions
• Sales is a different game.
• Very harsh and straight forward.
• Organisation based on result orientation have tools to evaluate each
individual.
• Tangibility of Sales
• Rules of Sales may change with Fast Progress of Internet.
• May be we will have to Unlearn what we have learnt till now.
• Be open for Change …….Always